Regional Sales Director

SUMMARY

The Regional Sales Director (RSD) is responsible for managing the team of Account Executives (AEs) and their sales and marketing activities within their territories to ensure that individual territories and thus entire assigned region meet the expectations of increasing LAM market share as well as associated revenue and profit growth. It is expected that the RSD will achieve the desired results also through coaching and mentoring of AEs, ensuring that they continuously improve their sales skills, are capable of independent territory navigation, utilize customer segmentation tools for this purpose, adhere to the current corporate strategy, and report their activities in the required manner. RSD works closely with the VP of Sales , clinical and service teams to provide leadership to develop and implement comprehensive sales strategies for opportunities within their geography.

ESSENTIAL DUTIES AND RESPONSIBILITIES include, but are not limited to those listed below:

• Coaches and directs the AEs to meet/exceed budgeted sales within a region.
• Institutes standard sales process steps with each AE and refine each step for best practices on a frequent basis.
• Forecasts the timing and likely success of each opportunity in mid to late stage of the sales process and align this forecast with regional goals.
• Actively generates action plans to offset any forecast which is not achieving the regional goals to assure the goals are achieved.
• Develops ongoing cadence of 1:1 calls/meetings with each Account Executive in the region to plan and document sales activities needed to advance the sales process for all identified Opportunities.
• Ensures a high level of accuracy in the pipeline of orders and shipments in Salesforce by systematically guiding AEs to an awareness of their responsibility for their pipeline.

• Ensures each Account Executive follows the company strategy focusing on prioritized customers and products.
• Works collaboratively with Strategic Account Managers to support and execute specific sales strategies to acquire new ION Agreements and/or extend/enhance existing ION Agreements.
• Evaluates and implements appropriate new sales techniques to increase the region's sales volume.
• Builds the ability of AEs to independently navigate the customer's environment, establish valuable relationships, identify decision-makers, and win them over. Personally, if necessary, engages at the highest levels of the customer's decision-making process to complement AE initiatives appropriately and contribute to a successful sale.
• Assists, along with the VP of Sales, with recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining Account Executives in assigned territories; communicating job expectations; planning, monitoring, appraising, and reviewing job contributions; planning and reviewing compensation actions; enforcing policies and procedures.
• Updates job knowledge by participating in educational opportunities; reading professional publications; maintaining personal networks.
• Builds LINET brand and image in marketplace through positive interactions and a high level of professionalism with key contacts in the territory.
• Executes sales and marketing initiatives, and actively contribute to their development.

SUPERVISORY RESPONSIBILITIES

Leads, in conjunction with the VP of Sales, a team of Account Executives.

CHARACTERISTICS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The items listed below are representative of the characteristics that are necessary to perform in this assignment.

• High level of integrity and strength of character.
• Results-oriented -- focused on delivering results that exceed the company's expectations.
• Learning agility and ability to adapt and adjust quickly based on emergent needs from the business.
• Strong working knowledge and skills required to effectively use Salesforce and Power Bl tools to capture/measure/track/trend performance metrics in their assigned region.
• Exceptional analytical skills to develop business models and analysis using Microsoft Excel.
• Exceptional interpersonal skills - ability to effectively deal with and manage a variety of strong personalities within the workplace, and the ability to lead by example.
• Excellent presentation skills.

• Excellent strategic planning capabilities.
• A strong propensity for growing and developing a business with entrepreneurial characteristics
• Effective influencing skills - adept at ability to understand the needs of, and influence personnel ranging from nurses to C-level decision makers.
• Strong business acumen to enable selling to senior-level health care administrative personnel, structure sales deals, and reach pivotal agreements in the sales cycle.
• Ability to organize and manage multiple priorities and determine the relative importance/ business impact of each activity
• Capability to understand market requirements; trends, dynamics, expectations, and competitive forces
• Strong customer orientation -- advocates on behalf of the customers' needs/requirements

EDUCATION and/or EXPERIENCE

• Bachelor's degree or equivalent; 5 years related experience and/or training; or equivalent combination of education and experience.
• Minimum of 3 years prior sales leadership and management experience
• Experience of selling in the healthcare field; capital medical equipment solutions selling preferred.
• In-depth sales experience with strong understanding of the solutions selling process.
• Demonstrated excellence in account development and territory management.

LANGUAGE SKILLS

Ability to read, analyze, and interpret business journals, financial reports, and contracts. Ability to respond to common inquiries or complaints from customers, regulatory agencies, or members of the business community. Ability to develop and deliver effective presentations to customers, top management, and public groups.

MATHEMATICAL SKILLS

Ability to apply mathematical concepts and operations.

REASONING ABILITY

Ability to define problems, collect data, establish facts, draw valid conclusions, and offer appropriate solutions.